Tagged With "Salespeople"
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Re: Fifty Seven Days of Selling Copiers
Good Luck Old Dog!!! I've got $10 says you get your $200K
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Re: Fifty Seven Days of Selling Copiers
$200,000 in revenue with no funnel?? I will be reading this every day.
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Re: Fifty Seven Days of Selling Copiers
So Tom is betting $20 that Art makes his $200,000 goal and Art is betting that he doesn't? $20 is a lot of money. I just want to make sure that the rules of engagement are clear !>
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Re: Fifty Seven Days of Selling Copiers
I figured the least I could do for my DSM is to give him Twenty bucks!!!
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Re: Use of Tablets for Salespeople
Considering everything he wants to do, he would probably be best to deploy Windows 8.1 tablets. They're essentially laptops in a tablet form factor and will work with any application that a Windows PC would work with. Everything they could do in their office they would be able to do in the field.
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Re: Use of Tablets for Salespeople
Toshiba offers the Encore Win 8.1 tablet in a 7" form factor at around $299.00. Unfortunately, a 7" form factor is a little small for Win 8.1 to easily navigate without the use of a stylus. I would wait until 10" Win 8.1 tablets begin to appear in the marketplace. Also, keep in mind that tablets from all vendors are really only devices designed for consuming information. They are not that great for creating information.
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Re: Use of Tablets for Salespeople
I would agree. I can't imagine using a Windows 8.1 tablet in the 7" configuration. It would be extremely awkward. The larger tablets, when paired with an attachable keyboard are essentially laptop replacements and perform beautifully.
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Re: Use of Tablets for Salespeople
Just another thought, do your sales people do site audits? if so something like In-Map might be worth considering (especially if you use FM Audit etc for a Data source ) http://www.in-map.com/Pages/Ac...n.aspx?ReturnUrl=%2f Personally I just carry a very small form factor laptop as there are some shortfalls to tablets in terms of what they can run and our back end systems, file access etc and cost isn't so much of an issue
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Re: Use of Tablets for Salespeople
Much of what's requested can be accomplished with a smart phone. I still keep a laptop in my car for its keyboard and because it has Ethernet and USB ports which are very valuable when you are in a customer's office doing an evaluation or troubleshooting printing or scanning problems.
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Re: Why We Still Need Legacy Sales Skills
I would be very interested in learning how the competition came in and stole the deal. Was it a lack of closing skills, or was there something else missing in his sales process? Art, do you ever notice that CUSTOMERS are the ones that tend to make decisions towards the end of the month? By biggest "competition" is not the competition, it's the customers not revealing other information that could jeapordize moving forward. For example, customers needs a copier for a new branch office they are...
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Re: Why We Still Need Legacy Sales Skills
Czech Yes and no. What I do find is that are many that will procrastinate with the decision making process. Usually, this means that there is some type of objection and the client is entertaining other offers. In many cases I run into the same thing with new offices, but what aggravates me the most is the client that refuses to email you back or take your call after you've meet with them the first time. I'm a big boy, if you don't like me or what to go somewhere else, just tell me and I'll...
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Re: Why We Still Need Legacy Sales Skills
Art Here is my two cents worth. What goes around comes around in this world. Sometimes sooner, sometimes later. If and when we get to the point of people totally taking out the human to human contact in the sales process, they will then begin to miss that same human to human contact, and start to look to regain it. Its my belief that we will begin to see that very soon in things like facebook. Its a great way to help stay in touch with people. But once people begin to use it to avoid each...
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Salespeople Can Right, Oopps...
If I have heard it once then I have heard it a thousand times, salespeople suck when it comes to writing. A tip of the sales hat to Konica Minolta , "Only from the minds of marketers" you will hear salespeople suck at writing. The first disconnect between sales & marketing. Wisdom oft comes from the mouth of babes. George R.R. Martin, A Game of Thrones I am here to inform you wisdom oft comes from the mouth of salespeople. Sales teams can't go one day...
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21 Buyer Phrases That Should Make Salespeople Snap to Attention
If someone in a conversation dropped this on you, how would you react? "So, anyway, I'm only sharing this with a couple of people, but my aunt in Omaha is good friends with Warren Buffet and this is where he said she needs to put all of her money ... " You'd snap to attention. You'd elevate your listening to a higher level. You'd zone out everything else around you. You'd lean in closer. Because you now want, and must hear what is about to be said. What caused this reaction was what I call a...
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8 More Secrets of Master Salespeople (And 11 Mistakes to Unlearn)
We get it. You’ve been around the block a few times. You’re hot stuff. You’re the MVP of your sales team. But you can still do better. Master salesperson and one of the biggest advocates for continual learning in sales Zig Ziglar once said, “Life is a classroom -- only those who are willing to be lifelong learners will move to the head of the class.” In the spirit of lifelong training and forging ahead on your path to taking over the sales world (or whatever your goals are), we’ve compiled a...
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5 Productivity Systems Perfect for Salespeople
Productivity hacks are great -- after all, make one small change and you can recover days or even weeks of lost time. But sometimes one quick fix isn’t enough. You need an entire system: A brand-new way of organizing your tasks and time so that you’re meeting deadlines, focusing on your priorities, and maximizing your workday. There’s tons of productivity systems out there, but many of them aren’t ideal for sales reps. We know you’re busy -- don’t waste time figuring out which systems won’t...
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Salespeople, Your Buyers' Communication Preferences Are More Important Than Yours
Even with the rise of social media and the ubiquity of business email, a phone conversation is usually still the best method of communication, especially for selling and buying. But that doesn't mean salespeople should ignore the preferences of their prospects by insisting on a phone call right away. I think the phone is a superior way to communicate with prospects when I'm selling. But when I'm researching solutions, my personal preference is email. I've been on the receiving end of too...
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Cold calling isn’t dead it is just different
There is a huge tug-of-war and discussions flying around between sales experts citing cold calling is dying or better yet dead. For decades, cold calling has been the new business catalyst for salespeople all around the world. Heck, tenured...
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Use of Tablets for Salespeople
Everyone, below is an email I received from a P4P Premium Member in South Africa. I have a few points to make but would like to hear from other in reference to Deans email: Please fee free to post your thoughts! Morning Art Hope you are well? I’m busy investigating the pros and cons of issuing my sales reps with tablets. I basically want to try and increase performance and productivity. How do I want to do it, this is mostly for when they are out in the field or my non office based sales...
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10 Reasons Why Salespeople Fail
Making a lot of money in sales isn’t easy, even when you use a personal sales assistant like Spiro . If it was then everyone would be doing it. Not everyone can handle the pressures of the job, and many of those who give it a shot end up quickly leaving with their tail between their legs. So why do some people thrive in sales jobs while others go down in flames? Here are the ten main reasons why some salespeople fail: read more here
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Fifty Seven Days of Selling Copiers
Just about two years ago, I posted up a blog titled the 12 Days of Selling (for some reason I can't find 7 & 8) which was based on the last 12 selling days of the year in 2014. Each day, I would post up my sales journal of the days events, and then keep a running total of what I needed for the end of the selling year. Thus, I thought I would not put as much pressure on my-self (lol), and start my sales journal earlier this year. Each selling day I will post a blog my days activities...
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[INFOGRAPHIC] Is your sales strategy out of step? (46% of salespeople say it is!)
What makes a high performing salesperson? A recent study of 250 salespeople carried out by the CRM reviews company, GetApp suggests that modern sales strategy may not be as far removed from the old, ‘Always be closing’, as we may have thought.. Some stats from the survey: Almost half (46%) of sales professionals surveyed see price as the number one priority for customers Less than 10% think that consumers are looking for personalized customer service … Read more »
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7 Qualities Only the Best Sales Reps Possess
Have you ever asked yourself what the top-performing reps on your team have in common? Their individual selling styles may vary, but it’s no coincidence that their names are always at the top of the leaderboard. To achieve similar results, you’ll need to know what sets them apart. Check out the seven traits of salespeople who consistently outperform their peers. 1) They Keep a Level Head You’ll rarely see a top-performing rep speak too quickly or lose their cool. Staying composed is an...
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Are Extroverts or Introverts Better Salespeople?
Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture. Conventional wisdom suggests that extroverts -- commonly thought of as outgoing and sociable -- would make better salespeople than introverts, who have been popularly represented as awkward in social situations. read the rest here
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Salespeople, Please Stop Sending Terrible Prospecting Emails Like This One
I don’t know about you, but I’m sick of bad emails from salespeople . I am sick and tired of receiving unsolicited, uncustomized, long-winded, self-promotional emails from lazy salespeople. While I could write a complete book series with a slew of bad examples, I received a particularly irritating one the other day that sent me over the edge. I responded to the salesperson just to tell him how bad it was. This brand new sales development rep defended himself in a back-and-forth email...
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5 Techniques for Hitting Your Number by the 15th of Every Month
5 Techniques for Hitting Your Number by the 15th of Every Month By Dan Tyre, May 3, 2017 7:30:00 AM Salespeople evolve. In stage one, they’re learning the ropes. It’s usually an epic battle to make their quota every month or quarter -- if they hit it at all. In stage two, reps have developed the right systems and honed their sales skills. They’re meeting quota almost every month or quarter.
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5 Psychological Biases That Help Salespeople Gain More Ground During Negotiations
Wouldn’t it be nice if you could press a button to make prospects more generous during your negotiations? Rather than fighting for every concession, you could have friendly, amicable discussions resulting in agreements that satisfy everyone. While a magic “generosity button” might not exist, we’ve found the next best way to encourage collaboration rather than competition. These five strategies use common cognitive biases to make your negotiation partners feel more magnanimous. How to Get...
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Why We Still Need Legacy Sales Skills
I'm probably going to go a little off topic here and there, however please bear with me. A few minutes ago I finished up reading "Why a Lifelong Salesperson Thinks Salespeople Are Unnecessary". That the 80%of the purchasing process will take place without human to human contact by 2020, threw me for a loop! Dang, that's only three years from now! The blogger wrote about a software company that has NO salespeople, and that they grew to 450 million in revenue in 15 years. The gist of the blog...
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Transforming How Sales Professionals Develop New Business by Integrating Social into the Sales Process
Mediocre, average, unexceptional, ordinary, complacent - these aren’t qualities that usually come to mind when we consider successful salespeople. What is one key trait to expect of salespeople who make an impact, achieve success and smash their sales targets? Being insanely curious is a required character trait if you wish to master business disruptions. All sales professionals put learning on overdrive. A naturally curious salesperson can put themselves in the customer’s shoes, get to the...
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14 Dumb Sales Questions Smart Reps Ask
14 Dumb Sales Questions Smart Reps Ask Written by Jeremy King | @ Let’s be real. Most salespeople are super annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.” However, B2B buyers and B2C consumers generally do not know how to purchase anything that falls outside their area of expertise. Think about it. Do you really know how to buy a TV? Do you know what...
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7 Powerful Emotions Salespeople Should Leverage to Close More Deals
Dale Carnegie once said, “When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” Carnegie's right. While the logical details of a sale are obviously important, all things being equal, your buyers will make decisions based on how they feel about you and your product. In fact, research shows that when decisions are reduced to pure logic, it becomes nearly impossible for people to choose between multiple options. Clearly, feelings are...
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. 10 Secrets to Getting Your Calls Returned
Salespeople have a love-hate relationship with voicemail, tilted heavily toward the negative. While it is convenient to have a machine reliably answer incoming calls at any hour of the day, leaving your messages with a cold, computer-driven device can be daunting. Particularly since many people hide behind their voicemail systems or are simply too busy to return even the calls they meant to return. Even worse, many companies forget to eliminate voicemail accounts when an employee leaves, so...
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10 Reasons Why Salespeople Fail
Making a lot of money in sales isn’t easy, even when you use a personal sales assistant like Spiro . If it was then everyone would be doing it. Not everyone can handle the pressures of the job, and many of those who give it a shot end up quickly leaving with their tail between their legs. So why do some people thrive in sales jobs while others go down in flames? Here are the ten main reasons why some salespeople fail: 1. Not listening enough Being a good listener is probably the most...
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The 9 Worst Mistakes Salespeople Make When Closing
Ask any sales rep what the hardest part of their job is, and I’ll bet any money they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful. Here are nine of the most prevalent -- and devastating -- closing fumbles I see reps make. 1) Not asking for what you want. Clearly...
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Active Listening in Sales: The Ultimate Guide
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust. Without credibility and trust, a salesperson will likely lose the interest of their prospect ... or worse, never really...
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7 Things Salespeople Say That Cost Them Deals
Have you ever had a conversation with somebody and afterward thought about what you should have said differently, or not at all? Most people have, and you’d be hard pressed to find a person who doesn’t have regrets over something that came out of their mouth at one point or another. Salespeople are no exception, and there’s nothing like a lost deal to force you to go over a conversation and pick it apart, convincing yourself that if only you had said this one thing, or not said this other...
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Re: The 9 Worst Mistakes Salespeople Make When Closing
Ok, so a couple of thoughts here. For me, the hardest part of my job is prospecting by phone. Makes you wonder if the writer has experienced "selling" lately.
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How to Send a LinkedIn Message to Absolutely Anyone
Salespeople live on LinkedIn. They research prospects , participate in groups, and keep their profiles in tip-top shape. Another common practice is to message customers or connections helpful content. But what if you have a valuable blog post or insight to share with a specific person on LinkedIn? How do you send them a message if you're a 2nd- or 3rd-degree connection — or even out of network? And what's the deal with InMail? In this post, use the handy steps outlined below to learn how to...
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5 Habits of Highly Ineffective Copier Salespeople
5 Habits of Highly Ineffective Copier Salespeople Many of us in the business community grew up influenced by Stephen Covey’s classic book, The 7 Habits of Highly Effective People . It’s both insightful and inspiring. With that in mind, I’d like to introduce you to "5 Habits of Highly Ineffective Copier Salespeople": 1. Be the Most Talkative Person in the Room You know everything there is to know about copiers, so why bother asking the customer any questions that might help you understand...